The "hire a sales architect instead of a sales builder" point may be the best one in there: A good sales architect will so do things that several (all?) of the

The "hire a sales architect instead of a sales builder" point may be the best one in there: A good sales architect will so do things that several (all?) of the other points are subsumed in their work. This [1] article from Harvard Business Review provides an excellent overview of the different types of sales staff needed at different stages. Too many companies go for "coin operated sales" too soon, instead of getting "agents" who will work with product management to develop and refine the sales process. [1] https://hbr.org/2006/07/the-sales-learning-curve https://hbr.org/2006/07/the-sales-learning-curve